Mid Market Account Executive
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Job Description
Mid-market Account Executive selling DataGrail’s agentic data privacy platform. Building self-sourced pipelines, running challenger sales cycles, and closing new-business SaaS deals.
Responsibilities:
- Own the full sales cycle for the mid-market segment
- Build and manage a self-sourced pipeline at 3x quota coverage, primarily through outbound prospecting
- Run a challenger-style, insight-driven sales process and create urgency
- Move deals through compressed 30–40 day sales cycles
- Identify and develop champions within target accounts
- Negotiate pricing and contract terms
- Manage full-cycle pipeline, forecasting, and CRM hygiene from outreach through close
- Ramp on DataGrail’s product, ICP, and sales process and contribute to pipeline within 90 days
- Generate qualified pipeline and run discovery calls
- Close new-business deals and meet or exceed annual new-ARR quota
- Own and grow a defined book of mid-market accounts
- Develop multi-quarter account plans for expansion and long-term value
Requirements:
- Proven track record as a hunter, building pipeline largely from scratch through outbound effort
- Comfort running a challenger sales style
- Experience identifying and developing internal champions
- Ability to connect data privacy gaps to business risk
- Command of a modern sales methodology such as MEDDPICC or Command of the Message
- Rigorous qualification and accurate forecasting
- Strong, agile negotiation skills
- Consistent quota attainment in full-cycle B2B SaaS sales
- Experience navigating a high-velocity, mid-market sales motion
- Coachable mindset and ability to take and apply feedback quickly
- Bonus: Experience selling privacy, data governance, security, compliance, or other regulated or technical software
- Bonus: Experience selling to privacy, legal, security, or IT stakeholders at VP or Director level
- Bonus: Familiarity with Salesforce, Gong, sales engagement tooling, and AI tools
Benefits:
- Equity eligibility
- Health insurance
- Dental insurance
- Vision insurance
- Remote-first working environment
- 401(k) savings plan
- Parental leave
- Wellness benefits
- Flexible time off
- Paid holidays
- Work from home stipend
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